Conducting B2B export promotion missions to United Kingdom

**Project:** MSME Competitiveness Project

REQUEST FOR EXPRESSIONS OF INTEREST

CONSULTING SERVICES

Conducting B2B export promotion missions for Moldovan SMEs to the United Kingdom

 

REPUBLIC OF MOLDOVA

MICRO, SMALL AND MEDIUM-SIZED ENTERPRISES COMPETITIVENESS PROJECT

Sector: General industry and trade sector

IDA Credit No. 71740

IBRD Loan No. 94230

Project ID No. P177895

Reference No. MD-CEP-566791-CS-CQS

 

The Republic of Moldova has received financing from the World Bank toward the cost of the Micro, Small and Medium-Sized Enterprise Competitiveness Project (MSME) and intends to apply part of the proceeds for consulting services.

The objective of the assignment is to support the Government of the Republic of Moldova and Invest Moldova Agency in contracting a UK-based consulting firm to organize and implement 3 (three) sector-specific export missions for at least 25 (twenty-five) Moldovan SMEs with export potential in light industry, wines, and agri-food products.

The assignment aims to facilitate market entry and export growth of Moldovan SMEs through structured B2B meetings and visits in the UK with buyers, distributors, importers, retailers, specialized wine importers, fashion buyers, food retailers, HoReCa operators, and other relevant market actors. The sectors reflect UK demand for Moldovan clothes, beverages, fruit and vegetables.

The assignment will be implemented in the period November 2026 – March 2027 and shall be aligned with the export missions calendar provided in Tabel 1 from below. The Consultant shall develop and submit, at the technical and financial proposal stage, a detailed work plan to ensure the accomplishment of the proposed missions calendar.

Table 1 Target sectors, timeline and number of participants

Target Market	Sector	Tentative timeline	Number of Beneficiaries
United Kingdom	Light industry	Q4, 2026	7–10 SMEs
	Wines	Q4, 2026	7–10 SMEs
	Agri-food products	Q1, 2027	7–10 SMEs

 

The Terms of Reference (TOR) for the assignment is attached to this request for expressions of interest.

The Project Implementation Unit of the MSME Competitiveness Project now invites eligible consulting firms (“Consultants”) to indicate their interest in providing the Services. Interested Consultants should provide information demonstrating that they have the required qualifications and relevant experience to perform the Services (required qualifications and experience of the firm, but not individual experts’ bio data).

This assignment requires a Consultant, which may be a consulting firm or a consortium of consulting firms, with proven local presence and operational capacity in the United Kingdom, that meets the following requirements:

• Has a minimum of eight (8) years of relevant professional experience in export promotion, organization of B2B meetings, trade missions, and market research, demonstrated through similar assignments implemented;
• Has demonstrated competence and experience in international trade and export promotion, including the design and application of modern export promotion instruments and tools, with a strong focus on the UK market and comparable European markets;
• Has proven experience in the implementation of at least three (3) similar assignments during the last five (5) years, involving the organization of export missions, B2B matchmaking, and cooperation with foreign buyers and partners;
• Has demonstrated experience in organizing study visits, company visits, and sector-specific business programs for foreign SMEs, including coordination with local companies, clusters, business associations, and relevant institutions;
• Has sound knowledge of the economic sectors of the Republic of Moldova and their export potential, reflected through practical experience in working on SME development, export facilitation, and trade-related projects;
• Has a team of qualified experts with relevant professional experience in export promotion, trade facilitation, B2B matchmaking, and business development;
• Has proven prior experience in the implementation of donor-funded and/or International Financial Institutions (IFI) financed projects, including compliance with reporting and procedural requirements.

The attention of interested Consultants is drawn to Section III, paragraphs, 3.14, 3.16, and 3.17 of the World Bank’s “Procurement Regulations for IPF Borrowers” November 2020 (“Procurement Regulations”), setting forth the World Bank’s policy on conflict of interest.  A Consultant will be selected in accordance with the „Consultant’s Qualification-based Selection” method set out in the Procurement Regulations.

Consultants may associate with other firms to enhance their qualifications; but should indicate clearly whether the association is in the form of a joint venture and/or a sub-consultancy. In the case of a joint venture, all the partners in the joint venture shall be jointly and severally liable for the entire contract, if selected.

The Expression of Interest shall clearly state the name of the Consultant (individual Firm, Joint Venture or sub-consultancy). The Consultant shall provide relevant references (assignment name, Client, time frame, the role of the firm (main Consultant/Partner in JV/sub-consultant, contract amount, tasks performed etc.) to confirm its experience and qualifications.

Further information can be obtained at the address below during office hours.

Expressions of interest must be delivered in a written form to the address below (in person, or by mail, or by e-mail) by September 28, 2026, COB.

 

Project Implementation Unit of the World Bank MSME Competitiveness Project

180, Stefan cel Mare Ave., office 815, MD-2004, Chisinau, Republic of Moldova

Tel:  + 373 22 296-723

E-mail for submission of the clarifications: piu@mded.gov.md

E-mail for submission of the EoIs: procurementmgf@gmail.com   

Only the notification of EoI submission must be sent to piu@mded.gov.md

 

 

 

TERMS OF REFERENCE

Conducting B2B export promotion missions for Moldovan SMEs to the United Kingdom

(support to Invest Moldova Agency under World Bank MSME Competitiveness project)
 

A.   Background & Project Description

The Government of the Republic of Moldova (GoM) is pursuing a policy agenda aimed at supporting export-led economic growth. The MSME Competitiveness Project aims to increase the competitiveness of Moldovan enterprises by reducing the regulatory burden they face, improving access to finance, and strengthening MSME development and export competitiveness. The Project supports the digitization of government-to-business (G2B) services, which is expected to reduce compliance costs and administrative burdens for enterprises. In addition, improvements in quality infrastructure increase the availability of accredited laboratory services and reduce costs for enterprises, thereby facilitating increased exports. These measures contribute to enhancing MSME competitiveness in both domestic and international markets. The Project also provides funding for partial credit guarantees to improve MSME access to finance, as well as support for enterprises to upgrade their products and services. As a result, access to finance is expected to improve, contributing to MSME survival and growth, job creation or retention, and increased competitiveness and export performance.

The World Bank has supported the Government’s competitiveness and reform efforts through two Competitiveness Enhancement Projects (CEP I and CEP II), which were successfully completed and focused on: (i) regulatory reform; (ii) access of small and medium-sized enterprises to business development services and quality certifications through a Matching Grant Facility (MGF); (iii) access to finance through a line of credit (LoC) for exporters; and (iv) quality infrastructure, including equipment and institutional reforms in the areas of metrology, standards, testing, and quality.

Against this background, and under the support of the MSME Competitiveness Project, the Government through Invest Moldova Agency (IMA) is seeking the services of a consulting firm with proven experience in export promotion, organization of B2B meetings, supplier–buyer matchmaking, foreign market analysis, and logistical support for the organization of B2B export missions in the United Kingdom (UK).

The MSME Competitiveness Project development objectives (PDO) are to: (i) reduce the regulatory burden, increase access to finance, and enhance the export competitiveness of Moldovan enterprises; and
(ii) respond promptly and effectively in the event of an Eligible Crisis or Emergency.

The PDO will be achieved through a set of activities aimed at: (a) digitizing government-to-business services and inspections, streamlining permissive documents, and strengthening national quality infrastructure; (b) supporting access to finance through credit guarantees and enhancing the capacity of the Credit Guarantee Facility (CGF); (c) supporting MSME development and enhancing export competitiveness; (d) supporting project management; and (e) supporting the Government’s response in the event of an emergency.

Context of export-led growth for Moldova

A key challenge facing the Government of the Republic of Moldova is the need to promote sustainable economic growth and job creation driven by robust private sector activity, exports, and increased investment. Export-led growth has historically delivered higher productivity, increased employment, improved trade balances, and enhanced financial stability. In line with its development agenda, the Government aims to steer the economy toward export-oriented production activities and better leverage the country’s strategic geographic position.

Against this background, and under the support of the MSME Competitiveness Project, the Government through Invest Moldova Agency (IMA) is seeking the services of a consulting firm with proven experience in export promotion, organization of B2B meetings, supplier-buyer matchmaking, foreign market analysis, and logistical support for the organization of B2B export missions.

 

C.        Objective of the Assignment

The objective of the assignment is to support the Government of the Republic of Moldova and Invest Moldova Agency in contracting a UK-based consulting firm to organize and implement 3 (three) sector-specific export missions for at least 25 (twenty-five) Moldovan SMEs with export potential in light industry, wines, and agri-food products.

The assignment aims to facilitate market entry and export growth of Moldovan SMEs through structured B2B meetings and visits in the UK with buyers, distributors, importers, retailers, specialized wine importers, fashion buyers, food retailers, HoReCa operators, and other relevant market actors. The sectors reflect UK demand for Moldovan clothes, beverages, fruit and vegetables.

Table 1 Target sectors, timeline and number of participants

Target Market	Sector	Tentative timeline	Number of Beneficiaries
United Kingdom	Light industry	Q4, 2026	7–10 SMEs
	Wines	Q4, 2026	7–10 SMEs
	Agri-food products	Q1, 2027	7–10 SMEs

Total number of export missions: 3

Total estimated number of participating SMEs: minimum 25 companies

 

D.        Tasks to be performed by the Consultant (Scope of Work)

To achieve the objectives of the assignment, the Consultant shall perform the tasks described below, structured in two phases.

Phase I – Not applicable under this Contract

All Phase I tasks (assessment to identify export-ready Moldovan SMEs, workshops, market intelligence notes for selection, call for participation, eligibility and selection criteria, evaluation and selection of SMEs, and preparation of SME company profiles) shall be implemented under a separate contract with a local consulting firm in the Republic of Moldova.

At the same time, it is expected that the international contractor will provide expert input, guidance, and review throughout Phase I, particularly with regard to foreign market requirements, international buyer expectations, sector-specific trends, and market-specific insights that may not be fully available at local level.

The international contractor shall therefore support the local consulting firm through strategic advice, validation of approaches, and review of key deliverables, ensuring that the selected SMEs and prepared company profiles are aligned with the realities and standards of the targeted foreign markets.

Phase II (Organization and Implementation of Export Missions in the United Kingdom)

1. Plan and schedule three (3) sector-specific export missions to the UK, ensuring the participation of a minimum of 7–10 SMEs per mission, based on the validated list of companies provided by the Invest Moldova Agency.
2. Identify and engage UK-based companies and institutions relevant for each sector, including importers, distributors, retail chains, wine importers, fashion buyers, food retailers, HoReCa operators, logistics companies, and business associations.
3. Provide Invest Moldova Agency with a list of UK partners per mission, submitted for validation at least six (6) weeks prior to each export mission. The list shall include company profiles and contact information.
4. Organize structured B2B meetings and study visits for participating SMEs, including visits to potential partner companies, retail and distribution centers, and sector-relevant hubs.
5. Develop and submit detailed B2B agendas and study visit schedules no later than four (4) weeks prior to each mission.
6. Prepare and provide participating SMEs with individual information packages, including partner profiles, meeting agendas, and itineraries.
7. Conduct pre-mission briefings covering UK business practices, sector trends, regulatory requirements (food safety/labelling, wine trade rules, textile labelling/product compliance, customs procedures, and rules of origin, where applicable), cultural aspects, mission logistics, and rules of conduct.
8. Facilitate the implementation of export missions, ensuring a minimum of five (5) structured business interactions per SME.
9. Organize post-mission feedback sessions and assist SMEs in identifying follow-up actions.

This work shall be carried out in close cooperation with the ODA internationalization program. The Invest Moldova Agency shall coordinate closely with ODA, as applicable, in line with export readiness programs, the Matching Grants Facility (MGF), and supplier linkage initiatives.

E.        Outcomes and Goals

The following outcomes and goals are expected to be achieved through the implementation of the assignment:

• Successful organization and implementation of three (3) export missions to the UK;
• Participation of at least 7–10 Moldovan SMEs per mission;
• Structured B2B meetings and study visits for all participating companies;
• Minimum five (5) business interactions per SME;
• At least 15% of participating SMEs initiating export transactions within 12 months after mission completion;
• Increased visibility and market presence of Moldovan companies on the UK market.

F.         Deliverables

The Consultant is expected to develop and submit the following deliverables:

• List of UK companies identified and validated as potential B2B partners for the export missions, incluing company profiles and contact information;
• Concept notes, agendas, presentations, and information kits for pre-mission briefings, focusing on business practices and opportunities on the UK market;
• Individual B2B meeting schedules and information packages for each participating Moldovan SME, including profiles of UK partner companies and tailored itineraries and study visits;
• Post-mission reports summarizing the implementation of each export mission, including qualitative feedback and assessment of results;
• Results of participant satisfaction surveys conducted after each export mission;
• Confirmation that no promotional or branding materials other than those provided by the Invest Moldova Agency are used or distributed during briefings, or B2B meetings.

G.        Inputs from key players

Invest Moldova Agency, in coordination with the Organization for Entrepreneurial Development (ODA), shall provide the following support to the Consultant:

• Provide the validated list of participating SMEs and their company profiles (English), prepared under the separate Phase I contract;
• Ensure overall institutional coordination and oversight throughout the preparation and implementation of the export missions;
• Review and validate the list of UK partners and key deliverables.

The beneficiary companies participating in the export missions shall be responsible for covering the following costs:

• International and local travel costs to and from the country of destination;
• Accommodation and per diem expenses for the duration of the export missions.

The Consultant (UK consulting firm) shall be responsible for covering the following costs and activities:

• Identification, engagement, and coordination with local business partners, including importers, distributors, buyers, clusters, and relevant institutions;
• Organization and facilitation of structured B2B meetings and study visits for participating companies;
• Provision of local logistical support, including coordination of meeting venues, site visits, and mission-related activities;
• Organization of conference and meeting spaces for briefings, including all necessary equipment (laptops, multimedia projectors, screens, microphones, etc.), as well as coffee breaks, where applicable;
• Preparation of reports, documentation of results, and provision of follow-up support to participating companies.

 

H.        Reports & Reporting Arrangement

The results of the assignment will be presented in a series of reports related to the export missions covered under this contract, containing a detailed description of the fulfillment of the tasks foreseen under Clause D (Scope of Work).

The Consultant shall produce the following reports:

1st Progress Report. This report shall present the Consultant’s progress, findings, and deliverables related to the preparation and planning activities under Phase II, including the list of UK partners submitted for validation. The report shall be submitted within six (6) weeks after the contract effectiveness.

2nd Progress Report. This report shall present the Consultant’s progress and deliverables related to finalization of B2B agendas, schedules, information packages, and pre-mission briefing preparation under Phase II. The report shall be submitted within eleven (11) weeks after the contract effectiveness.

3rd Progress Report. These reports shall cover the Consultant’s progress and deliverables related to the implementation of export missions, including B2B meeting schedules, organization of study visits, information packages for participating SMEs, and the report on each conducted export mission. Reports shall be submitted for each export mission conducted, as applicable.

4th Progress Report. These reports shall present the assessment of results achieved, participant feedback, and follow-up activities implemented after each export mission, in line with the Scope of Work. Reports shall be submitted after the completion of each mission, as applicable.

The Invest Moldova Agency, ODA, the World Bank project team, and other relevant stakeholders may provide comments on the submitted deliverables, which shall be addressed by the Consultant accordingly.

All deliverables shall be provided in electronic format, and in hard copy upon request. The working languages for all reports shall be Romanian and English.

The Consultant will act under the supervision of and shall coordinate the progress status with the Invest Moldova Agency and the PIU. The Consultant shall coordinate the reports/deliverables with the Invest Moldova Agency, the PIU and other stakeholders as applicable.

I.          Period and terms of the Assignment 

The assignment is expected to be implemented in the period November 2026 – March 2027 and shall be aligned with the export missions calendar provided in Tabel 1 of these ToRs. The Consultant shall develop and submit, at the technical and financial proposal stage, a detailed work plan to ensure the accomplishment of the proposed missions calendar.

J.         Requirements for the assignment

This assignment requires a Consultant, which may be a consulting firm or a consortium of consulting firms, with proven local presence and operational capacity in the United Kingdom, that meets the following requirements:

• Has a minimum of eight (8) years of relevant professional experience in export promotion, organization of B2B meetings, trade missions, and market research, demonstrated through similar assignments implemented;
• Has demonstrated competence and experience in international trade and export promotion, including the design and application of modern export promotion instruments and tools, with a strong focus on the UK market and comparable European markets;
• Has proven experience in the implementation of at least three (3) similar assignments during the last five (5) years, involving the organization of export missions, B2B matchmaking, and cooperation with foreign buyers and partners;
• Has demonstrated experience in organizing study visits, company visits, and sector-specific business programs for foreign SMEs, including coordination with local companies, clusters, business associations, and relevant institutions;
• Has sound knowledge of the economic sectors of the Republic of Moldova and their export potential, reflected through practical experience in working on SME development, export facilitation, and trade-related projects;
• Has a team of qualified experts with relevant professional experience in export promotion, trade facilitation, B2B matchmaking, and business development;
• Has proven prior experience in the implementation of donor-funded and/or International Financial Institutions (IFI) financed projects, including compliance with reporting and procedural requirements.

 

 

K.        Terms of payment

The Contract will be a lump-sum contract for small assignments in accordance with the World Bank procedures. The tentative payment schedule is as follows:

• 15% of the contract amount, upon acceptance of the 1st progress report;
• 20% of the contract amount, upon acceptance of the 2nd progress report;
• 50% of the contract amount, upon acceptance of reports for each completed export mission, including B2B meetings/visits;
• 15% of the contract amount, upon acceptance of the 4th progress report.

The payments under the contract will be made by the PIU upon approval of the reports by the Invest Moldova Agency.